SERVICES

SPEAKING ENGAGEMENTS

Does your firm have a need for marketing training and knowledge transfer?

Scarlett Consulting will customize and deliver any session on-site at your office. If desired, content may also be gleaned from your favorite published articles by Anne.  Representative speaking engagements listed below.

Chemistry rocks! Boost effectiveness of your team’s sales presentations through improv exercises. 

Wednesday, May 9, 2012, 5.30-7pm. Chicago, Illinois.
When your team makes a presentation to win new business, does the audience (composed of decision-makers and influencers) believe the team is credible and effective?  In business development, once we’ve been shortlisted we often return to a level playing field with our competitors. So what’s the ultimate edge for the winning team? Often, it’s chemistry—between one another, and with the prospective client.

Practicing improvisation exercises serves as an effective method for team members to strengthen their overall chemistry. Savvy business professionals recognize that mastering improvisation skills results in a myriad of team-building benefits. This hands-on, interactive session will explore the specific exercises to unleash the hidden improviser in every attendee. Come to this session with the intention of an open-minded, active participant. Sponsored by the American Institute of Architects, Chicago Chapter.

Catapult your AEC career to new heights!  The answer to why effective communication will make all the difference. 

Monday, May 7, 2012, 3.00-4pm. Evanston, Illinois.
Seminar series. Sponsored by McCormick School of Engineering and Applied Science, Northwestern University.

How to Leverage Social Technologies in the Design Industry 

Wednesday, June 13, 2012, 9.30am. Chicago, Illinois.
This program will introduce participants to digital marketing, including cloud computing, Social Bookmarking/Sharing, and Search Engine Optimization. Participants will identify tools to help them find potential client bases, to develop brands online, to understand the merits of a digital client, and to track the effectiveness of new media strategies. Sponsored by NEOCON.

So, you say you do good work, hmmm? Prove it. Strategies and techniques to increase your refer-ability.

Thursday, November 10, 2011, 12.00-1.00pm. Webinar.
Doing ‘good work’ is not enough to keep your pipeline bursting with new business opportunities. Think about it. In this economy, clients expect nothing less than good work from your firm.  What does this mean? Clients will not proactively recommend your firm to others solely because you did a good job for them. Instead, it’s up to you to inspire clients (and your network!) to generate as many testimonials and referrals as possible, so that you will ultimately grow your business.  This session will provide strategies and techniques to increase your refer-ability. Sponsored by the Association of Licensed Architects, Illinois Chapter.

Your impact—make your point fast, and make it matter! Impromptu and pecha kucha presentation guidance for AEC Professionals

Wednesday, February  23, 2011, 5.30-7pm. Chicago, Illinois
When was the last time you took a good hard look at how well you communicate in professional scenarios, particularly in terms of public speaking? Ask yourself: Am I a conduit to motivate people towards a decision? What feedback have I received regarding my presentation abilities? Am I reasonably relaxed and confident when speaking to an audience—of two, of ten, of one hundred? Do I feel understood; do people understand and respond to my messages?

Why not commence Q1 2011 with a revamp of your oral speaking abilities? Join us as we explore tips and techniques for preparing concise, quality presentations; structuring content to best underscore your messages; and delivering with energy and charisma that will ensure an audience connection.  For this 90-minute session, we will focus primarily on impromptu pitches and encounters; preparing meaningful yet concise presentations using the pecha kucha model; and confidence builders. Be prepared to actively participate in a few hands-on exercises.  Sponsored by the American Institute of Architects, Illinois Chapter.

 

Beyond the Magic Bullet: Business Development Strategies to Tackle a Down Economy (Geared towards Small to Mid-sized Firms)

Wednesday, April 7, 2010, noon-1.30pm. Chicago, Illinois
As you strive to endure this rough economy, your firm intends to come out on top! The bad news: there’s no magic bullet to make it happen. The good news as a small or mid-sized firm: you’re nimble, you make fast decisions, you’re already accustomed to working on a shoestring sales/marketing budget, and finally, it won’t take too much new business to keep your people in business—in other words, your sales goals are attainable. This session explores two key areas: finding and connecting with clients.

Throughout the session, attendees will be invited—and guided—to proactively help themselves by outlining an initial self-assessment and action steps. Sponsored by the American Institute of Architects, Illinois Chapter.

Storytelling: The key to marketing knowledge.

Friday, April 9, 2010. Chicago, Illinois
Using the petcha kucha speaking format, this presentation will address the two applications of storytelling. 1. Train your staff on marketing and business development best practices, using a storytelling teaching method. 2. Build staff confidence by helping them identify and articulate their own stories, to weave into prospecting and networking conversations.  Sponsored by KA Connect.

Face the Music: Be a Business Development Rockstar!

Wednesday, October 15, 2009, from 8:30–10:30 am. Southfield, Michigan.
Rarely billable, marketing folks are fully expected to impact the bottom line. Attendees will learn proven strategies to increase their own performance and to motivate high performance among team members. Participants will leave with real-world specifics on reshaping their role by adopting a belief system geared toward long-term career success. Sponsored by the Michigan Chapter of Society for Marketing Professional Services.

Beyond the Magic Bullet: Small Firm Business Development Strategies to Tackle a Down Economy

Tuesday, May 12, 2009, 7-8.30pm. Rolling Meadows, Illinois
As you strive to endure this rough economy, your firm intends to come out on top! The bad news: there’s no magic bullet to make it happen. The good news: you’re nimble, you make fast decisions, you’re already accustomed to working on a shoestring sales/marketing budget, and finally, it won’t take too much new business to keep your people in business—in other words, your sales goals are attainable. Join Anne Scarlett, President of Scarlett Consulting, in a session on Small Firm Business Development Strategies for 2009-10. We will explore two key areas: finding and connecting with clients.

Find them:
• Where’s the real business? Follow the money.
• Lowest hanging fruit? Existing clients and referrals.
• Leveraging network? Collaboration is key.
• Focus or diversify? If you are everything, then you are nothing.
• What gleans highest returns? Social media increases brand awareness and your pipeline.

Connect with them:
• What clients buy? Presenting your value in a recession.
• What clients need? Fill white space with a new, much-needed service; reap economies of scale.
• What clients want? Position relationships now for the economic upturn.

Throughout the session, attendees will be invited—and guided—to proactively help themselves by outlining an initial self-assessment and action steps. Sponsored by the Association of Licensed Architects, Illinois Chapter.

Ace the Q&A Portion of the Interview

Friday, January 23, 2009. 9:15-10:15am. Oklahoma City, Oklahoma
You’ve made it this far, to the actual interview. Now your team is competing head-to-head with equally qualified firms. The final selection will hinge upon relationships, chemistry, and interview performance. In interview preparation, teams often spend the majority of their time focusing on content rather than on the free-form question & answers component. Coach your team for greater success by learning techniques on preparing and providing answers to the questions you do—and don’t—expect. Sponsored by the Southern Region of Society for Marketing Professional Services.

as well as…

Wednesday, January 28, 2009. 5:30-7:00pm. Chicago, Illinois
Sponsored by the Chicago Chapter of American Institute of Architects.

More with More; Increase and Refine Your Business Development Efforts

October 15-17, 2008. Chicago, Illinois
Architectural professionals that are closely tied to their firm’s revenue streams will enjoy the highest levels of strategic influence, leadership positions, and job security. By increasing your own personal contribution to the firm’s business development and marketing efforts, you will intertwine yourself within what matters most: firm growth and success. Learning objectives for this interactive program include:
• Prepare self-assessment of personal contributions to firm’s business development efforts; determine alignment with firm’s marketing/business development plan.
• Identify gap between expectations and actual contributions; cite resources required to close that gap.
• Explore biggest business development challenges; benchmark with colleagues to gain tips and motivations from others’ successes.
• Commit to topmost personal business development goal, with three supporting action steps, to initiate immediately post-conference.
• Establish a ‘buddy’ relationship with a fellow attendee in which you check in with them by phone no less than once per month for three consecutive months to ensure accountability and progress.
This event is part of the 2008 AIA National Conference: Doing More with Less: Leveraging Your Resources. It is sponsored by the Practice Management Knowledge Community, American Institute of Architects (AIA National). Learning units: TBA.

Ace the Q&A Portion of the Interview

Thursday, May 8, 2008. Chicago, Illinois
Sponsored by the Society for Marketing Professional Services (SMPS).

Focus: Grow Your Business through Market Sector Planning

Friday, January 25, 8:00-9:00am. Dallas, Texas
Many successful firms have managed to overcome the common “we-must-be-all-things-to-all-people” trap by matching core competencies with trends and forecasts to remain ahead of the curve. The secret: concentrating on the client type in order to increase market penetration. Anne Scarlett, Scarlett Consulting, will show how market sector planning fits into your bigger strategic marketing and business development plan; steps to creating an action plan for each market sector that will promote the firm as an expert and increase market share; tips to increase marketing/business development productivity through a well-orchestrated, highly informed planning process. Sponsored by the Society for Marketing Professional Services (SMPS).

The Not-So-Secret Secret to Networking: Followup!

Wednesday, January 30, 5:30-7:00pm. Chicago, Illinois
Effective networking is imperative to attain business growth, from selling new projects to securing existing client relationships for the long-term. Anne Scarlett, Scarlett Consulting, will explain the power of networking to support your strategic marketing efforts. Shy people can become confident professionals whom people will want to know. Networking is a softer version of selling. Learn how to use it as a means to connect with – and truly support – others and shape your staff into a networking team extraordinaire. This event is sponsored by Practice Management KC, American Institute of Architects (AIA Chicago). Learning units: 1.5 LU.

Get it Together! Organization and Time Management Skills for the AEC Marketing Coordinator.

Wednesday, February 27, 4:00-6:00pm. Chicago, Illinois
In the AEC industry, the marketing function is one that both drives and supports the firm’s technical core competency. While cultures may vary from office to office, one thing remains constant: companies rely upon you and your group to produce quality marketing output, often within tight timeframes. Meanwhile, over the course of your life—from childhood to university to your career—you have developed an approach to manage your time and self-organize. When measuring your current effectiveness, ask yourself: which techniques serve me well? And which (bad) habits result in stress and frustration? This interactive session will explore a myriad of ways to work smarter in the AEC environment: prioritize and RE-prioritize, delete distractions, self-assess, manage your manager, collaborate with peers and temporary support, balance personal life with professional expectations, and communicate to achieve win-win results.

Focus: Grow Your Business through Market Sector Planning

Wednesday, November 14, 12:30-1:30 pm. Milwaukee Area, Wisconsin (Country Springs Hotel, Pewaukee)
Sponsored by the Society for Marketing Professional Services (SMPS).

Be Successful; Be Flexible. Embracing the many roles of the AEC Business Development Professional

Thursday, December 6, 2007. 1pm eastern time.
How accurate is your job description compared to what you actually do? Seasoned marketing and business development professionals recognize that their position is one that varies and evolves over time. Whether you are working with a multi-office international firm, or a small, specialized boutique, the success of a marketing/business development professional requires flexibility, creativity, and unwavering commitment. This webinar identifies the array of roles that a marketer/business developer may possess, day by day, perhaps even hour by hour. Ranging from the more obvious— cheerleader, coach, taskmaster, detective— to the obscure, but equally important— therapist, peacekeeper, matchmaker, scientist— your ability to integrate and embrace these roles within your position will ultimately increase the value you contribute to your firm. Attendees gain an understanding about how flexibility works to their advantage. In addition, they learn techniques for owning, assimilating, and mastering various roles. Sponsored by ZweigWhite Information Services.

Business Development Rockstar 90-minute Webinar

July 17, 2007; 1-2:30pm central time.
Produced by the Society for Marketing Professional Services (SMPS).

Business Development Rockstar Workshop

May 10, 2007; 8am-noon. Chicago, Illinois.
Four-hour workshop to increase business development effectiveness.
“Exactly what is it that you do everyday?” is a question often posed by technical staff to business developers. Rarely billable, professionals in marketing roles experience an ever-present pressure to make a positive impact on the firm’s bottom line. It’s time to redefine yourself by fully demonstrating the star quality you possess! In this workshop, attendees will learn proven strategies to increase their own performance and to inspire high performance amongst their team members. Within knowledge-based industries such as architecture & engineering, the highest performers share a powerful belief system: take no small initiatives; consider networking a data resource; recognize that self-management creates opportunities; gain perspective from every angle; know when to lead and know when to follow; and position to gain support by choosing the right messagefor the right audience. Participants will leave this motivating session with a practical working knowledge on specific ways to reshape their own role by adopting the high performers’ belief system as a model for career development and long-term success. Further, they will receive clarity on the 360-degree expectations of marketing leaders; ideas to tackle the internal marketing battle plus ways to coach/collaborate with technical staff for higher team performance; techniques to increase marketing success through focused market sector planning; and real-world action items to make a difference – right now! Part of SMPS Chicago’s Central Region conference 2007.

Focus: Grow Your Business through Market Sector Planning

Wednesday, January 17, 5:30 -6:30 pm. Chicago, Illinois.
Sponsored by AIA Chicago’s Practice Management KC. One learning unit.

Face the Music: Be a Business Development Rockstar!

Friday, January 26 from 9:00–10:00 am. San Antonio, Texas.
Rarely billable, marketing folks are fully expected to impact the bottom line. Attendees will learn proven strategies to increase their own performance and to motivate high performance among team members. Participants will leave with real-world specifics on reshaping their role by adopting a belief system geared toward long-term career success. Part of the SMPS 2007 Southern Regional Conference – Marketing with a Kick!

You’re Hired! Now What??: Strategies to launch – and develop – your AE marketing career

Tuesday, January 30, 4:00-6:30 pm. Chicago, Illinois.
Initially conceived in the late 1980’s, marketing is still a fairly ‘young’ function within the A/E/C industry. Over the last two decades, the marketing roles have grown, diversified, and earned increased respect. Today, 29% of marketing directors have ownership in their firms! So how do you build a solid career foundation and accelerate your learning curve to be successful today, and then position for leadership tomorrow? This program will explore ways to ‘get good’ fast through five steps: 1. gain credibility by wrapping your mind around the firm to understand its technical service offerings and the resulting client value; 2. establish mutual empathy for the respective roles of the technical staff and the marketing coordinator; 3. create a realistic working process that encourages respect, confidence, and productive relationships amongst the marketing and technical staff; 4. adopt prudent time management skills to handle requests from the myriad of ‘internal clients’, to prioritize, and to know when to ask for help; 5. become a problem solver and provide expertise in the realm of marketing.

The typical job description for a marketing coordinator includes clearly defined, tangible responsibilities that vary only slightly from firm to firm. This program is designed to go beyond the obvious by emphasizing the subtle, underlying human dynamics that play an equal role in the career growth of a budding marketing professional like you. Part of SMPS Chicago’s Marketing Bootcamp Series 2007.

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